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Ask the right questions

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Are you a master at addressing new people you meet, engaging them by asking the right questions? Andrew Sobel and Jerold Panas, in their book, Power Questions emphasize that focused questions will help you build relationships and win more business.

It makes sense. Most people are flattered when you express an interest in them. When you ask open-ended questions of a new acquaintance or  of a new client, you set the stage where you can actively listen letting the person opposite you  do the talking. Listening is a powerful tool when you take the effort to absorb and synthesize what you are hearing.

Here are several useful tips from Power Questions they the authors refer to as the Socratic Approach:

Instead of “telling”, ask.
Instead of “being the expert”, encourage others to share their expertise.
Instead of “controlling knowledge”. Obtain the experiences of others.

Now for the one I like the best:
Instead of “showing people how smart you are”, “show others how smart they are.”

So, the next time, you are meeting someone new, see what you can learn about your new acquaintance by asking the right questions.

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